Lead Management

Master the Lead Lifecycle

From the moment you acquire a lead, you work hard to qualify and nurture that lead through the funnel so you can deliver just sales-ready leads to sales. Get the benefit of experts’ experience in these best practices, white papers and other resources.

Align Sales and Marketing to Increase Sales

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Make the customer experience visible, measurable, and shareable to both sales and marketing by using an integrated marketing platform.

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Best Practices for a Lead Management Strategy

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New customer acquisition is the lifeblood of many businesses, but it can be costly. Comprehensive lead management strategies have been developed to maximize lead value and bring order and efficiency to the top of the marketing funnel. Such strategies emphasize quality, precision, and the increased probability of conversion. When well-executed, lead management strategies can produce significant savings, reduce time spent in the funnel, and bring sales and marketing into closer concert.

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Best Practices for Building a Subscriber List

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Building up your subscriber list is at the heart of email marketing, so you must ensure that your list is of the highest possible caliber. Clean up your lists, keep the sign-up process simple, think like a potential subscriber, always include a call to action-and make email acquisition like a big party that your guests won’t want to leave.

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Best Practices for Creating a Content Marketing Strategy

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Learn best practices for developing and deploying appropriate strategies for content across all channels and lead life cycles.

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Best Practices in Segmentation

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You can improve your marketing by targeting your campaigns to segments, rather than blasting the same campaign out to all prospects. Learn how.

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Best Practices Series: Sales Enablement

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‘Sales enablement’ is the term for a host of activities and programs, all designed to help prepare and support salespeople.

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Introduction to Integrated Marketing: Lead Nurturing

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Up to 80% of ‘bad’ leads will buy from someone within 24 months. Learn how lead nurturing helps you win, and the 6 steps to getting it right.

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Introduction to Integrated Marketing: Lead Scoring

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Lead scoring helps you prioritize leads and capture long-term sales opportunities. Learn the 7 steps to set up a cost-effective lead scoring strategy.

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Lead Lifecycle Analytics: Essential Metrics for Perpetual Revenue Growth

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Top Performers tend to track progress as leads enter and advance through the marketing and sales funnel – and pay less attention to other metrics.

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Automated Programs

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Act-On automated programs make it much easier to effectively move your leads along the buyer’s journey, from awareness to sales-readiness to purchase – and beyond. With Act-On, you can replicate your most successful campaigns quickly and easily. The result: personalized, customized, and targeted campaigns that are delivered to the right prospects at the right time. Automatically.

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Evolution of Lead Nurturing

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Online marketing makes it possible to use automated programs to do a better job of cultivating your leads. Automated programs are easy to set up, and allow you to replicate your best marketing campaigns, using fewer resources and less effort.

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Recorded Webinars

9 steps to Lower Customer Acquisition Costs and Increased Revenue

Best Practices for Entering New Markets: An Act-On Case Study

Buyer Personas: The Five Insights Every Marketer Needs to Nail

How Lead Scoring Helps Drive Conversions

How to Execute a Successful Drip Email Campaign

Increase Lead Cycle Velocity and Close More Deals

i♥marketing – Convert

Lead Lifecycle Analytics

Marketing Tactics of Top Performers

So Why Should I Call This Guy?

Case Studies

Adaptive Computing

As Adaptive Computing doubled in size through its increasing success selling to Fortune 500 clients, Ian decided to adopt marketing automation to manage resources and better communicate with the company’s targeted demographic. Act-On’s integrated platform and robust feature set replaced three separate marketing applications, reducing administrative headaches and freeing up time. Act-On also integrated seamlessly with Adaptive Computing’s Salesforce and GoToWebinar software applications.

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Cornerstone

Cornerstone utilizes many key Act-On features such as customized landing pages, website visitor tracking, webinar management, and triggered campaigns. The key win has been lead scoring, which drives the marketing and sales alignment the teams wanted. The sales team uses lead scoring to prioritize their time, and understand which topics to discuss with each lead. This in turn lets them close deals more efficiently.

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High-Impact-Prospecting

High-Impact-Prospecting is a demand generation agency with top-tier tech-centric clients. Using Act-On in place of a home-grown platform let the agency save 1,000 hours a year while getting significant lift from a remarketing program. H-I-P also realizes greater deliverability rates through leveraging Act-On’s platform – which means a better return on the same campaign investment. H-I-P is an Act-On APEX agency partner, enjoying bulk discounts and other benefits.

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InsideSales.com

Most people think automating marketing is a balance between tactical and strategic. In our experience implementing tactical tools that can also be used in long-term strategy is vastly superior to struggling with difficult-to-implement, bloated systems. Act-On allows us to immediately start our tactical campaigns and then grow into more strategic features over time. We highly recommend Act-On.

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NuGrowth

Within the first six months of using Act-On, NuGrowth identified a combined 34 percent increase in open rates; a combined Click-to-Open Ratio that more than doubled; and a combined increase in leads of 192 percent – nearly tripling the benchmark number prior to its Act-On implementation.

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ON24

ON24 was looking for an email marketing solution that the sales team could use to communicate with leads; reps were using Outlook to send hundreds of emails a day. The team tried several platforms but found them too complex. Using Act-On’s customizable templates, ON24′s sales team sends emails that don’t look or feel like canned messages – giving email marketing a personalized feeling.

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Propelics

One year after integrating SugarCRM with Act-On, Propelics saw a whopping 800% year-over-year increase in revenue. Implementing Act-On led to more opportunities, more meetings, greater retention – and more deals.

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RME

RME has experienced a 49% increase in Monthly Lead Flow and a 68% decrease in Cost per Lead by using Act-On to deliver sharp insights into their prospects with real-time lead behavioral analysis and really easy list management. See how Act-On could deliver the same for your marketing organization.

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Starshot

Marketing agency Starshot needed a powerful, sophisticated marketing solution that could be deployed swiftly and managed with a minimum of fuss. With Act-On, Starshot saves time in campaign creation and gives sales people more-qualified leads, while managing nurturing campaigns for sales cycles up to 3 years long.

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SupplyFrame

SupplyFrame wanted to go beyond the basics in its email marketing, but without having to swallow a lot of complexity. They implemented Act-On; what took previously took a day now takes an hour. They began using additional features such as list management, website analytics, and landing pages. The sales team benefits too; the behavior scoring, integrated with Salesforce, gives insight into prospects’ needs.

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